Leveraging Oracle Quoting For A Fully Integrated Opportunity To Back Office Process

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1 Leveraging Oracle Quoting For A Fully Integrated Opportunity To Back Office Process Jill E. Vickers OAC Services Sarpreet K. Gakhal Atheros Communications January 19, 2010

2 Introduction OAC Services Oracle E-Business Applications & Technology Delivering quality results for over 12 years to 125+ customers Certified Oracle Partner Certified Champions: Financials, Order Management, Procurement, HR, DBA s, On Demand, Supply Chain Management, Incentive Compensation, CRM On Demand Certified Oracle Accelerator program participant Consulting Staff Business consultants with latest functional application knowledge from the real world! Technical consultants software developers, DBA s, technical architects, integration experts Regional Area Silicon Valley / Northern California Offices in Campbell, Local Consulting Team Industry Expertise Semiconductor, High Technology, Software, Consumer Goods and Retail Approach Typically vanilla leverage Oracle functionality Client Ownership, Knowledge Transfer, Sustainability Project success is key to long-term references & relationships Page 2 of 33

3 Introduction Atheros Communications Founded in 1998 by leading experts in radio and signal processing from Stanford University, the University of California at Berkeley, and private industry Corporate Headquarters located in Santa Clara, CA Leading developer of semiconductor system solutions for wireless and other network communications products. Combines its wireless and networking systems expertise with high-performance radio frequency (RF), mixed signal and digital semiconductor design skills to provide highly integrated chipsets that are manufactured on low-cost, standard complementary metal-oxide semiconductor (CMOS) processes. Technology used by a broad base of leading customers, including personal computer, networking equipment and consumer device manufacturers. Page 3 of 33

4 Agenda Introductions Project Objective and Scope Business Drivers and Project Benefits Original State Diagram CRM to EBS Process Diagram Application Details Key Decisions/Design Application Screen Shots Challenges Current State Diagram Lessons Learned Update One Year Later Questions? Page 4 of 33

5 Project Objective Implement new processes for Opportunity Capture Quoting Quoting Approval Pricing Management Replace Manual Business Process with a System Solution Leverage installed applications CRM On Demand E-Business Suite Page 5 of 33

6 Project Scope Implement Oracle EBS Quoting (HTML) and Trade Management (Channel Management) applications Perform additional application configurations CRM On Demand CRM Administration (in EBS) Order Management Advanced Pricing (price lists only) Inventory Receivables Payables Install and configure AIA integration between CRM On Demand and Quoting Use standard out of box functionality where possible Page 6 of 33

7 Project Scope Enhanced: Printed Quote document Workflow notifications for approvals Create views in Discoverer business areas for Trade Management and Quoting Build custom interfaces Quoting to Pricing Quoting to Trade Management Conversions Over 200 quotes Unclaimed accruals Go-live by Jan. 1, 2009, 5 month project! Page 7 of 33

8 Business Drivers Reduce quoting process length... Via approval workflows, validated and complete data Consistent process... Across all teams with high data accuracy Automated approval hierarchy... Delegated to appropriate approvers and auditable Real time revenue and margin visibility Step to a larger vision... Launches CRM On Demand as Sales Portal Page 8 of 33

9 Project Benefits Gain a consistent view of customer information Ensure consistent customer data across all applications Gain enhanced forecasting visibility across channels Increase efficiency and effectiveness by reducing errors Reduce the implementation time required to integrate missioncritical CRM applications Allocate significantly fewer IT resources Page 9 of 33

10 Original State Page 10 of 33

11 CRM to EBS Process Flow Trade Management Advanced Pricing Opportunity User Quote Page 11 of 33

12 CRM On Demand Key Decisions/Design Created web links in CRM for quote creation and visibility of customer/opportunity quotes Use AIA to synchronize master data Limited synchronization of customer-related data Opportunity form was modified to capture Atheros-specific information Page 12 of 33

13 CRM On Demand Page 13 of 33

14 CRM On Demand Page 14 of 33

15 CRM On Demand Page 15 of 33

16 CRM On Demand Page 16 of 33

17 CRM On Demand Challenges CRM On Demand vs. On Premise AIA - application integration between CRM and EBS Test environments for CRM On Demand limited CRM is not org-specific, EBS is Synchronization of master data with CRM No single sign-on available between CRM and EBS Web links to Quoting are specific to a responsibility Page 17 of 33

18 Quoting Key Decisions/Design Quoting set up in one org only Created descriptive flexfields at both header and line Used for: Interface processing to Pricing & Trade Management Approvals Reporting Multiple customer relationships captured on single quote Salesperson enters the Model (Chipset) and configures the BOM (Chips) Page 18 of 33

19 Quoting Page 19 of 33

20 Quoting Page 20 of 33

21 Quoting Challenges Salespersons not setup properly in EBS Managing Items at different levels Managing the complexity of dual customer relationships User adoption of new processes Page 21 of 33

22 Approvals Key Decisions/Design Multi-tiered approval routing based on price, margin and volume minimums Sales organization hierarchy determines routing to appropriate Area Manager Market Segment DFF on quote determines routing to appropriate Marketing Director Marketing organization hierarchy will determine routing to appropriate VP of Marketing and Marketing VP/GM Price DFF on quote line used to initiate approvals DFF on corporate price list to indicate allowed minimum selling price for Sales Manager and Area Manager Challenges Transition from off-line, single person approvals to complex and crossfunctional approvals Page 22 of 33

23 Notifications Key Decisions/Design notifications sent for approval requests and approval results FYI-only notifications sent to sales team assigned to quote when initially submitted for approval and upon final approval Blackberry & iphone supported Challenges Standard notifications don t provide enough information for approver Notifications hard to read on mobile device if there s a lot of data Page 23 of 33

24 Quoting Integration to Pricing Used to have Price Matrix spreadsheet that was thousands of lines long Used to capture and validate pricing Also captured rebate information Quotes types used to determine whether or not price interface initiated Using custom price attributes to capture Chipset, OEM Name & Quote Number Price start and end dates captured in DFF at quote line level If corporate price list used on quote, new customer-specific price list created during interface Complex logic used to both update existing and create new price lines Logic used to add components (chips) of chipset as well as substitute items (revisions) Page 24 of 33

25 Quoting Integration to Pricing Page 25 of 33

26 Quoting Integration with Trade Management Public API for Offers used, but no API available for SPR (Special Price Request) Rebate and Ship & Debit (SPR) quote types create offers/sprs in Trade Management upon approval Rebate and S&D start dates correspond to the start date DFF on the associated approved quote Capturing both OEM and ODM rebates Complex logic used to both update existing and create new offers Also using logic to add chips of chipset and substitute items for SPR/offer Using logic to derive the org for offer creation Upon creation in TM, SPR Number returned to quote Page 26 of 33

27 Quoting Integration with Trade Management Company Confidential 1/20/2010 Page 27 of 33

28 Quoting Integration with Trade Management Company Confidential 1/20/2010 Page 28 of 33

29 Current State AP Web ADI Upload Rebate Claims & POS Data from Cust / Disti Claim Settlement Claim Settlement Approved S&D and Rebates AR Custom Integration Using Both Custom and Standard APIs Trade Management CRM On Demand Opportunities Accounts Products Accruals & Earnings Invoices Quoting Quotes Approved Offers Approval Hierarchy Automated Workflow Advanced Pricing Order Management Pricing & Modifiers Approved Pricing Data Sync Custom Integration Using Standard API Oracle EBS Master Data Customers, Items Company Confidential 1/20/2010 Page 29 of 33

30 Lessons Learned Expertise required for exporting, mapping and loading data If CRM exists prior to integration, requires additional time to reconfigure Quote data validation required prior to TM & Pricing interface Approval routing after timeout Allow more time for data conversion Company Confidential 1/20/2010 Page 30 of 33

31 Update One Year Later Challenges Complex approvals slow up the process Transitioning manual business processes to system-based process that enforces rules Benefits Better, real-time reporting and analysis Standardized quote process No manual management of spreadsheets for pricing and POS data Pricing is always 100% validated within Oracle Company Confidential 1/20/2010 Page 31 of 33

32 Q&A Questions? Company Confidential 1/20/2010 Page 32 of 33

33 Contact Jill Vickers OAC Services, Inc S. Bascom Ave, Suite 159 Campbell, CA Company Confidential 1/20/2010 Page 33 of 33

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